The Content Collaboration Platform (CCP) Market – What is it, and How Do You Best Use It?

Jay McConville, President and CEO of Privia

2 Go to PollEV.com/cherylsmith746 (Responses are Anonymous) The CCP Market Has Arrived

“By 2022, 50% of midsize and large organizations…will use a content collaboration platform to implement document workflows and improve collaboration and productivity.” - Gartner It’s All About ROI

5 Go to PollEV.com/cherylsmith746 (Responses are Anonymous) Source: Certify (www.certify.com)

Although totally glamourous, business travel is expensive and disruptive. Financial Scenario for ROI Calculation

• PROPOSALS: 10 large per year • EMPLOYEES: 100 • REMOTE: 10% of employees, proposal work/once per year • TRAVEL: Executives and SMEs travel to participate in Color Team Reviews.

CCP Costs Traditional Costs 20 User Licenses @ $25 month/user = $6,000 per year* 1 employee travels once/each proposal = $9,490 $500/month Training & Admin Support = $6,000 per year* 1 Exec/SME travels once /each Color Review = $9,490 TOTAL: $12,000 per year TOTAL: $18,980 per year

*Traditional cost of leading product *Minimal staffing scenario. “Enterprise” i.e. full version. What Does an Actual Business Trip Cost?

Travel Details Cost Airfare Minneapolis to Washington DC, Round Trip, 1 Passenger $610 Hotel 3 Nights, Marriott Courtyard, Arlington, VA $1217 Rental Car 4 days, Hertz Rental, Dulles Airport $465 Per Diem 4 days, Arlington, VA $1004

$ Does Not Include: • Lost hours of work due to travel TOTAL: $2,696 • “Wear and tear” of travel • Long periods away from home, families, friends and activities outside of work. Running Those Numbers…

• PROPOSALS: 10 large per year • EMPLOYEES: 100 • REMOTE: 10% of employees, proposal work/once per year • TRAVEL: Executives and SMEs travel to participate in Color Team Reviews.

CCP Costs Traditional Costs 20 User Licenses @ $25 month/user = $6,000 per year* 1 employee travels once/each proposal = $26,960 $500/month Training & Admin Support = $6,000 per year* 1 Exec/SME travels once /each Color Review = $26,960 TOTAL: $12,000 per year TOTAL: $53,920 per year

*Traditional cost of leading product *Realistic scenario “Enterprise” i.e. full version. Go to PollEV.com/cherylsmith746 (Responses are Anonymous) The High Cost of Miscommunication

“In miscommunication costs a year.” - Mitchell Communications Group Bottom Line

The Digital Workplace, with effective on-line collaboration tools, can And if you don’t give be a huge money saver digital natives these for organizations that tools, they will find implement them, train them on their own! their people, support them, and use them! Go to PollEV.com/cherylsmith746 (Responses are Anonymous) What Is It?

15 Go to PollEV.com/cherylsmith746 (Responses are Anonymous) Want to Win? Increase Proposal Quality

Buyers say over

Of bidders should be ashamed of the quality of their proposals - Strategic Proposals

While “Automation” is important, auto-fill systems may miss a key component of proposal quality – your staff’s collaboratively developed ideas… So…Let’s Talk Collaboration

Orchestration Synchronization Communication How Does Collaboration Impact the Process?

VS

In miscommunication Improvement in productivity. costs a year. – McKinsey Global Institute - Mitchell Communications Group So What is CCP Really?

• “The content collaboration platform (CCP) market covers a range of products and services that enable content productivity and collaboration. • CCPs support individuals and teams, inside and outside an organization. • Core user functionalities include: Mobile access to content repositories, file synchronization across VS devices and cloud repositories, with people and applications inside or outside an organization, team collaboration with dedicated folders, and a content repository. • This can be cloud-based or on-premises...” - Gartner Lots of Choices in CCP…

• • HelpSystems • Slack • • • Thru • Ctera Networks • Privia • Sharepoint/Teams • Intralinks • EISOO • SpringCM/DocuSign • • BB Workspaces • Workshare • AWS • Engyte • GlobalScape • InspireTech • Zoho • Citrix • Varonis • Safe-T • OpenText • Hitachi Vantera • CodeLathe • HighQ • Oracle • TeamDrive • Axway • Huddle • Fabasoft • Aeronis • OwnCloud • Vaultize • MURAR • Biscom • • • Accelion Resilio LogMeIn • CloudMe • Loopio • Sococo • Redbooth • Autotask Workplace • Qvidian • RFPIO • • Egress Software How do You Choose? Go to PollEV.com/cherylsmith746 (Responses are Anonymous) Choose the Right CCP

Mobile Access • 20% time spent looking for information. Dedicated Folders File Sharing • 65% use unsanctioned file sharing tools.

File Sync Security Inside & Outside • 52% have no cloud-based sharing standards. On-Prem or Cloud How Do You Best Use It?

24 A Collaboration Story

1990’s: DIA and USAF “Collaborative Environment” GTE, General Dynamics, Ezenia! Thousands of users – real-world operations

• Lessons Learned • Physical Metaphor – Powerful • Virtual Workspace with Tools in Them • Text, Video and Audio Integration • Architecture is King – Federated Servers • Workflow – Business Process • Training, Training, Training • Client Application Issues • Complexity – Avoid It A Proposal Story

• INDUSTRY: Federal Contractor • EMPLOYEES: Small D.C. team, experts world-wide • CHALLENGES: • Greatly increase their proposal output and their win rate. • Better leverage worldwide experts to support overwhelmed D.C. team. • They couldn’t leverage their experts against the proposal volume they wanted due to travel, time, time zones.

Fielding CCP enabled them to increase their proposal output AND they won more of their bids.

"Now proposal management has greater visibility into the effort, so they can better guide the team and avoid bottlenecks and delays. For senior management, we were able to focus on the quality of the proposal, not the coordination, and increased the number of proposals we bid without significantly increasing costs.” - Randy B., Chief Strategy Officer First: It is All About the People

I manage the I know the I provide the I run the I write the I fill in the Budget customer tools process content blanks

Executive Sales & Director Capture & Experts Partners Business Proposal Development Manager

Collaborate and Win with Privia! Second: One Size Does NOT Fit All

VS Different Proposal Types

• Questionnaires – Database Content • RFQ Responses – Fast Response • Standard Product Offerings and Pricing

• Unique Responses – Engineering etc. • RFP Responses – Deliberate Development • Custom Work product for each proposal

Sometimes a combination of tools is your best option Tailored Capabilities for Proposal Professionals

Need Capability Opportunity Monitoring Link to CRM and Opportunity Search Tools (i.e. FBO, USAGov) Pipeline Management Support the Management of the Pipeline - From Opportunity ID to Post Submittal Security Include Personas and Roles – Who does what & needs what? Permissions and Security – Especially for Subs and SMEs Process Management Workflow – Automate the Process & Keep it Moving Communication Notifications and Alerts Team Management Task & deadline management & calendaring Version Control Configuration Control – Versioning Review Cycles “Curated Commenting” Reporting & Dashboards Status and historical reporting What Does CCP Look Like for the Team?

Executive Sales Director Manager Experts Partners

Secure Access – End-to-End Application and In-Application Security

Versioning, Reporting & Access, Admin, Pipeline Workflow, Calendar, Commenting Metrics Workspaces Notifications

Performance Metrics

Collaborate and Win with Privia! What Does CCP Look Like for Executives? What Does CCP Look Like for Managers? What Does CCP Look Like for Managers? Challenges • Business readiness • IT • Training • Change Management • Budget • Free Tools • Existing Tools • Co-Authoring • Auto-doc Generation But…It is Worth It

Mobile Access • More productive review cycles. Dedicated Folders • 35% reduction in the time spent searching for info. File Sharing • No free file sharing risk. File Sync • No more version control issues. Inside & Outside • Anytime, anywhere access. On-Prem or Cloud • Security, access & control options. Decision Time

• Who: are you working with? • What: are you working on? • When: is it due? • Where: is the content? • Why: we we’ll win? • How: do I find time? Best Practices for a Successful CCP Launch

• Business readiness • IT • Training • Change Management • Budget • Free Tools • Existing Tools • Co-Authoring • Auto-doc Generation • Communication Nurture Collaboration Now

• Involve Everyone • Spirited Discussions • Take Stock • Nurture Trust • Listen • Communicate Next Steps

86% of employees and executives cite lack of collaboration or ineffective communication for workplace failures. - SalesForce

Time Cost Quality “72% still track project “Miscommunication “81% agreed that status manually, via costs businesses $37 poorly written material spreadsheets or similar billion (or $26K per wastes a lot of tools.” employee) in the U.S. and their time.” U.K. every year.” Jay McConville

President and CEO, Privia

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